JOB DESCRIPTION:

Position:             Head of Sales - Institution

Reporting to:      Director Distribution & Institution Sales

Division:              Established Pharmaceutical Division -EPD

Location:             Karachi

Job Summary:

The Head of Sales - Institution is responsible for the Effective implementation of the Company’s core business strategies and commercial execution. This role encompasses overseeing and reaching the sales targets for institutions through proficient team leadership, as well as preserving and amplifying the company’s market presence and growth in comparison to competitors. It also involves broadening the customer base by utilizing insights (IQVIA) data effectively and serving as a mentor/trainer to foster the growth of Key Account Managers (KAMs).

The position demands adept leadership, strategic planning, and operational management to guarantee effective and compliant business processes that align with customer needs and the company’s goals.

Major Responsibilities:

• Ensure implementation of business strategy for private & public institutions and Manage to achieve assigned annual/quarterly targets through KAMs
• Manage coverage of the targeted potential accounts/hospitals and ensure coverage of all Target Client Lists i.e., pharmacists, administrative staff, doctors & purchasers
• Recommend IRS for different cities as and when required to improve coverage and customer service.
• Ensure accuracy in forecasting SKUs for Institution business and share with the demand team every month to ensure timely availability of stocks to private & public institutions.
• Collaborate with Commex, identify new potential customers, and also explore/develop new potential business outlets.
• Coordinate with the distribution Team for timely replenishment at IRS and keep a close follow-up on inventories with the help of KAMs.
• Team up with the Institutional business coordination team to arrange tender-related documents for participation in tenders and issuance of quotations to private hospitals.
• Review and Monitor each KAMs sales performance and run accountability of non-performers and develop appropriate action plans in order to achieve set sales targets.
• Coaching and training of KAMs during field visits and in liaison with SFE and Training manager including, Job orientation, Coaching, Sales Force Automation.
• Management of KAMs through monthly tour Programs, execution of Sales Promotion strategies. Managing and controlling Travelling Expenses and Effective monitoring of SFA KPIs.
• Ensure timely reporting of AER (Adverse Event Report) to the Medical Department and ensure compliance adherence to the Company’s Policies and Procedures

Education/Knowledge & Experience:

• Graduate, preferably MBA, with a keen understanding of current market dynamics.
• 6-7 years of experience in a similar capacity.
• Strong understanding & Experience of private & public institutions business and have in-depth knowledge of institutional business.
• Strong analytical, communication, and strategic planning skills to navigate dynamic market conditions.
• Proficient in MS Office and adept at leveraging technology to optimize operations in response to market dynamics.
• Effective management skills to lead teams through dynamic market challenges.

     

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Force

     

DIVISION:

EPD Established Pharma

        

LOCATION:

Pakistan > Karachi : Plot No ST-2;KDA Scheme

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Yes, 25 % of the Time

     

MEDICAL SURVEILLANCE:

No

     

SIGNIFICANT WORK ACTIVITIES:

Not Applicable